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McGraw-Hill/Irwin
2.
3. 4. 5. 6.
53
Economic Needs Affect Many Buying DecisionsBut Theyre Not the Whole Story
56
Wants
58
Personal Needs
Social Needs
Safety Needs
Physiological Needs
59
A. physiological need.
B. safety need. C. personal need. D. social need. E. information need.
510
511
512
Selective Retention
Selective Perception
513
C. selective exposure.
D. selective perception. E. psychographics.
514
Drive
Cues
Reinforcement Response
515
Green attitudes and beliefs Changing Negative Attitudes Ethical Issues May Arise
516
Key Issues
517
518
519
5-20
520
5-21
521
522
Occupation
Education
Type of Housing
Location of Housing
Reference Groups
Opinion Leaders
Culture
524
Time Available
526
Psychological variables
Purchase situation
Purchase decision
527
Low involvement
High involvement
528
529
Problem Solving
531
2.
3. 4. 5. 6.
Key Terms
Economic buyers Economic needs Discretionary income Needs Wants Drive Physiological needs Safety needs Social needs Personal needs Perception Selective exposure Selective perception Selective retention Learning Cues Response Reinforcement Attitude Belief
534
Key Terms
Expectation Trust Psychographics Lifestyle analysis Empty nesters Social class Reference group Opinion leader Culture Extensive problem solving Limited problem solving Routinized response behavior Low-involvement purchases Dissonance Adoption process
535